Dave Priddy : Win More Deals: Mastering the Art of Closing Sales – December 2024

Closing sales is about more than just a great product, it’s about mastering the subtle art of guiding prospects toward action through structured strategies and authentic engagement. This presentation focuses on proven techniques to win more deals through structured strategies and authentic engagement. We will explore proven natural closing techniques that foster collaboration, helping prospects to envision next steps and commit to moving forward. This encourages them to engage with practical next steps, such as timelines, resource needs, or training, fostering a commitment to action.

David Buonfiglio : Strategies for Sales Discovery – November 2024

An effective sales discovery process helps you understand the client’s needs, challenges, and goals. The foundation of sales discovery is in asking the right questions. But there’s a lot more to ensure you’re moving your prospect along toward a sale. So, in this presentation, we’ll talk about the kinds of questions to ask and to avoid, all while setting yourself up as an expert. We’ll discuss how to always stay in control of the meeting and redirect potential customers when they want to “interview” you. When a prospect says, “That’s a good question,” or “Gee, I have to think about that one,” I know the discovery is going well.

Scott Plum : How to Create a Winning Approach: Setting Expectations – October 2024

How we approach every conversation with a prospect will determine how much information is shared or withheld.  Prospects start with being guarded and cautious.  Your goal is for them to be open to the possibilities of a better outcome because of your solution.  However, if you don’t create interest and curiosity, the prospect will not share their needs, motivation, and priorities.  This will cause a stressful conversation based on control and assumptions with a mutual quest of relevance. When you attend this meeting, you will learn:

• The belief barriers that hold you back.
• 12 questions to uncover people, process, and priorities.
• How to maximize time limitations.
• Gather the information you need for a persuasive, winning proposal.

Jim Holmes : Sales Process to Untap Selling Potential – September 2024

Often people look to get a sales tip or two and other times they are looking to make significant improvements to their overall sales performance. Here are some revealing facts about even the most experienced sales teams:

• 62% of salespeople fail to earn the right to ask for a commitment
• 86% of salespeople ask the wrong questions and miss opportunities
• 82% of salespeople fail to differentiate themselves from competitors
• 99% of salespeople do not set the right objective for sales calls
• 95% of salespeople talk too much and listen to little

Any of these sound familiar?

Ask a results-focused sales leader, “What do your salespeople need most right now?” and the answer will likely be, “Sales strategy! They need better account plans.” This explains why so many companies invest so heavily in help for the sales team to figure out the “who, what, when, and why” of their deals: who they need to contact, what do they need to accomplish, when do they need to act, and why these actions matter. There’s just one problem: where’s the “how?”

Jimmy Z : Shift Your Sales Perspective – June 2024

Do you want to win more business? It’s time for a shift in your perspective. Quit looking at sales as just a transaction. In an uncertain world filled with unrealistic goals, aggressive quotes, and impersonal sales tactics, the key to your sales success begins by connecting with your customer and their story to unlock the opportunity for you to solve their biggest need.

Tom Guetzke : Happy Selling: Unlocking Productivity, Wellness & Success – May 2024

A new study of 1 million people revealed that happiness makes you dramatically more successful! Those who are happy at work are more committed to their organization, rise to positions of leadership, achieve higher sales, and suffer fewer health problems. Happiness should not be an afterthought for sales professionals; it should be an essential goal – entwined with selling skills as the key to individual and organizational success!

Discover the benefits of a happy workplace and come away with practical strategies you can implement to boost your own emotional well-being, support the well-being of colleagues and employees, and foster a workplace culture of happiness and greater success. When you build an environment focused on nurture, positive reinforcement, and highlighting strengths and potential, you help people to be the best version of themselves!

Dave Meyer : Maximize Lead-Gen Productivity with AI – April 2024

Join Dave Meyer, speaker/trainer for Google and HubSpot, and owner of Minneapolis-based marketing agency BizzyWeb, for an engaging session on using Artificial Intelligence to supercharge your lead generation efforts. Discover how AI can destroy writer’s block, help you with research, contribute to your sales and marketing-focused content and help grow your business.

Cathy Paper : Building an ALLSTAR100 Network – March 2024

Developing an ALLSTAR NETWORK™ is a systematic and proven way to build and manage your key relationships. We all have the same amount of time each day. Build quality relationships to be more successful, connected and results-oriented. Learn the impact framework for reaching your relationship goals, building connections and taking genuine action.

Be strategic as you build relationships. Start building a Top 25 list of people and expand to an ALLSTAR NETWORK™ relationship list. Gain more inspiration and several immediate new habits.

Paul Boehnke : Cultivate Courage – February 2024

Regardless of the type of work we do, we all run into the brick walls built by that voice in our head that says we’re not good enough in one way or another. In sales we can experience it as:

• a powerful need for approval from our clients,
• wondering (and worrying) if we have what it takes, or
• avoiding talking about money.

On the inside it shows up as:

• lacking confidence,
• feeling like an imposter,
• even as procrastination and confusion.

At the root of all these habits and fears are the stories we tell ourselves, stories that limit our perspective and our opportunities, stories we’ve told ourselves a million times. But how do you reprogram those stories, turn the voice in your head into an ally instead of an adversary, unlock the shackles that inhibit your potential and do it effectively and sustainably? That’s what we’ll explore in this presentation.

Dave Cornell : Cultivate Courage – January 2024

When it comes to reaching goals and living with purpose, many people (and entire companies) fall short because of fears, worry, and self-doubt. In this presentation Dave will provide simple, practical tools to help you become more productive, more passionate, more engaged and more energized with a greater possibility for new vision. Learn to be a difference maker and not just a crowd follower. The words I hear most often about this presentation are authentic, genuine, sincere, life-changing, and inspiring.

John Baker : The Asking Formula  – December 2023

How many times during the day – whether during a sales call, conducting a presentation, leading a meeting, running a project – is it vital for you to ask for something that you want in order to achieve your goals? Yet many of us sabotage ourselves through bad communications habits that act as roadblocks to achieving our goals.

Asking is a simple skill, but it is not easy to master and there is no exaggerating its benefit. The Asking Formula leads to more confident communications, better influence, and a heightened professional image. It drives productivity and increases leadership effectiveness. The Asking Formula™ teaches you to achieve your goals by effectively and persuasively asking for what you want… and getting it.

Tyler Wruck : Qualify Hard To Close Easy – November 2023

Attendees learn how to facilitate a comfortable discussion that leads the prospect to discover his/her own reasons to buy. Learn how to proactively qualify opportunities before delivering a proposal, with a special focus on uncovering the client’s budget and identifying the overall decision-making dynamics. Discover how to have comfortable discussions about the client’s budget. Explore strategies and tactics to meet with people who have decision-making and budget authority. Practice the essential skills to conduct effective conversations about the client’s investment level and decision-making process.

Nan Gesche : Conversational Intelligence – October 2023

It isn’t always about how smart you are, rather how effective you are in creating powerful conversations to build trusting relationships and mutual success. Business at its core is about people connecting with people, everything happens thru conversations.  Sharing and challenging different perspectives comes with the territory of moving up the ladder.  Yet authentic communication can be a challenge, and if done poorly, can lead to miscommunication, lack of trust, and poor collaboration.

Jason Jones : Convert a Conversation to a Sales Meeting with Ease – September 2023

Does networking feel like a waste of time? Do you meet a lot of interesting people who need what you are selling and don’t express interest when you tell them what you do? You know people are in need of what you offer and yet you don’t seem to be making the connection.

In this 60-minute webinar Communication and Sales Coach Jason Jones CEC, PCC will show you what is missing in your conversations. He will share why people don’t see themselves working with you when you talk and how to change your approach so they do. During this value packed session you will learn what to say to pique others curiosity and have them asking you for more information. You will discover the questions to ask to know when it’s time to invite someone to a sales conversation. And we will show you how to invite them so it feels like an opportunity.

Linda Schwefel : Increasing Sales & Client Satisfaction – June 2023

Perfecting the art of selling starts with self awareness. The single main reason sales fall through is because the training does not take individual styles into account, both the salesperson and the buyer. Understanding the individual is as important as the process. Whether you are face to face of emailing a prospect buying/selling styles matter. The program we are going to talk about today teaches sales people how to recognize type and how to lean into their style to develop lasting productive client relationships and increase sales.

Rebecca Gebhardt : Strength-based Goal Setting for a Competitive Edge – May 2023

Scott Welle : The Psychology of Peak Sales Performance – March 2023

Bill Hellkamp : The Seven Deadly Sins of Selling – February 2023

Erik Therwanger : Selling Thru Chaos – January 2023

Paul Omodt : People and the Stories They Sell – December 2022

• How to ditch the “sales call” mentality and consider the “sale connection” approach instead.
• How “big sales” need small assurances to succeed.
• How leveraging strategic crisis communication techniques can improve your ability to sell.

Floyd Carlson: Customer Escalation as an Opportunity for Business Growth – November 2022 

When a customer crisis occurs, is your organization equipped to transform the situation into a growth opportunity or are you merely trying to extinguish the fire?

Through my experience leading major customer escalations for a Fortune 100 High Tech company, the steps of ownership, process and communication led to customers buying more after a crises by how it was handled.

What works for major corporations, is with a few tweaks directly applicable also to SMBs.  During our conversation you will:

• Learn the three key aspects of taking ownership, creating a reliable process and communication tips to strengthen your customer relationship.
• Use five questions to forecast the impact of a crises.
• Have a framework to build your escalation cookbook for your organization.

Brent Widman: Conducting Insightful Needs Analysis – October 2022 

In this session Brent will help give you the tools to really dig in and build a relationship with those we are looking to help. The “introduction” is the most important part of the sales cycle. We will touch on aspects of questioning, qualifying, the needs analysis and creating emotion to move those we work with forward in the process.

You will also learn tools tips and techniques that you can immediately implement that day. Including but not limited to the five objectives to have a great needs analysis:

• Eliminate distractions
• Build rapport
• Uncover the need
• Create a buying atmosphere
• Answering objections in advance.

He will also go over asking better questions and giving you questions to ask with techniques, like CLASP, CPR and GROW VP.

Website: southwesternconsulting.com

Scott Plum: Approaching and Engaging Your Prospect – September 2022

You never have a second chance to make a first impression. Defining the relationship with your prospect starts with your first conversation. We all know trust and respect needs to be established quickly for the prospect to feel safe sharing valuable information.  Our goal is they share information about the problems and challenges they are experiencing.  At this time, too often the salespeople start presenting solutions.  Which in most cases, turn off the prospect and created multiple objections from the prospect.

Changing your approach will change the conversation and how you engage with your prospect.  Aligning the goal to the desired outcome, through creativity options, will increase the chance of achievement through a purchased solution. This includes a combination of techniques and process with an individual’s style and behavior.

If you are committed to converting conversations to client commitments, I invite you to attend this meeting.

You will learn:

• 3 approaches that creates prospect defensiveness
• 7 questions to uncover opportunities
• 5 reasons salespeople fail to achieve goals

Website: MNSales.com

Steve Heroux: Inside Sales DNS: Your Key to More Successful Selling – June 2022

The world of selling has changed. Today’s buyer has more information at their fingertips than ever before. Yesterday’s sales tactics and best practices are now defunct, as consumers demand a new way to be sold to. With what’s happening around the globe, selling conscientiously is critical for companies who want to thrive in 2022 and beyond.

Success in sales today isn’t about using magic scripts, manipulative techniques, or old-school tactics and it sure as heck isn’t about “Closing.” It’s about selling more conscientiously, understanding your own psychology, and overcoming your self-limiting beliefs. If you don’t take the time to discover and address your own Sales DNA hindrances, which are your internal thoughts, beliefs, drive, motivation, and selling competencies, what exactly are you relying on to ensure you perform at your highest level and reach your full potential in sales?

You’ll learn:

• How to break the perception of the “Used-Car Salesman.”
• How to “Close” without Closing.
• How your Sales DNA responsible for your success or failure in sales.

Website: victoryselling.com

Beau Nordby: Write Your Message for he Right Prospect – May 2022

What if you could create a brand message that connects with your audience in the time it takes to eat breakfast?

Most businesses and organizations offer amazing products and services but struggle with how to tell their target audience and market themselves. At this event, we’ll run a mini brand boot camp that will:

• Define what sets you apart from your competitors.
• Provide a clear picture of your customer personas and their driving forces.
• Create a clear, simplified message that you can use on your website, in-person, on social, in your print marketing… everywhere!

This proven process and simple tools will help you clarify your message, build connections to your brand, and increase your revenue – all in the time it takes you to each breakfast. Let’s get your brand in shape!

Website: orangeballcreative.com

Jan Lehman: Smart Sales Strategies – Leveraging Time and Tech – April 2022

Work smarter not harder.  Eliminate unnecessary interruptions and non-essential work.  Focus on your top priorities and stop the highly reactionary behavior that has become the norm in business today.

Join us for a highly interactive session to learn how to effectively manage your time and leverage technology so you can maximize your sales skills and drive revenue.  Learn the tactics that one struggling sales rep used to move from underperformer to top sales rep!

Learning Objectives:

• Learn time management techniques that will revolutionize the way you work.
• Learn how to effectively manage and prioritize your never-ending to-do list.
• Leverage the power of technology to drive efficiencies in the way you work.

Website: CTCProductivity.com

Sam Richter: Leveraging Sales Triggers to Find Opportunities – March 2022

It’s amazing that in today’s information world, the key metric that many organizations still use to judge sales activity is the number of calls made. Sure, you can open up the phone book or purchase a lead list and start with “A” and end with “Z” and mathematically, someone will buy. And certainly you need to have enough “suspects” and “prospects” at the top of your pipeline funnel – that won’t ever change. Yet, what if there was a way to find a few prospects each week who – based on what was going on in their world – needed to hear your message today?  In this dynamic program, you will discover…

• Web search secrets that will leave your competition wondering, “what the heck just happened!”
• How to identify sales triggers – disruptions going on in your prospects’ world where they need to know about your solutions.
• Best practices for email, LinkedIn, and telephone outreach so your prospects understand the value you provide.
• How to stay in touch with prospects when they’re not responding to your outreach, in ways that are relevant to them.

Website: samrichter.com

Jason Jones: Adapting Sales for the Modern Buyer – February 2022

If it feels like it’s taking more effort to get meetings to uncover buyers needs it’s not you.  Selling “has changed more in the last 10 years than it did the previous hundred”, says Daniel Pink in “To Sell is Human.”  Selling behaviors have changed resulting in more effort going into getting the same random sales results and more metrics to represent the meeting to close ratio based on ineffective behaviors.

Communication Coach Jason Jones, CEC will share how buyers have changed.  He will point out the mistakes sellers are making that are alienating buyers.  He will show you what the latest social and brain science tell us what buyers crave.  And he will share a practical step by step process to make selling easier and more fun with more predictable results.  Join us as we explore the following:

• How push sales is hurting buyers and business
• How buying habits have changed and how to align with them
• An introduction to the adaptive approach to sales conversations that buyers love
• Practice using an adaptive conversations technique

Website: www.thecoachinghour.com

Elliott Bayev & Daniel Moskowitz: Sales Jui-Jitsu – January 2022

Daniel and Elliott will teach the Sales Jiu-Jitsu System, you will learn 4 Advanced Sales Strategies that will double your sales conversion rates.

Their unique teaching style – combining the principles of Sales and Jiu-Jitsu – PLUS the practical tools to guarantee that this isn’t “theory that will sit on a shelf.”  You will learn sales principals come to life with physical Jiu-Jitsu explained and linked to sales strategies.

Their talk is full of actionable steps that will give you a competitive advantage – whether you are new to sales or a world-class sales leader.

Contact: Daniel@salesjiujitsubook.com

Jennifer Radke: Expanded Social Media = More Customers – January 2022

With so many social media platforms available to market your business it can be overwhelming to manage it all.  Maybe you have wondered where to spend most of your time, if you’re on the best platform for your market, or how to get the most out of your personal or business Social Media profile?

 Social media offers endless opportunities for your business to connect and grow.  Join us for an insightful presentation about:

• What is your purpose for utilizing social media?
• How do you select the best Social Media Platform(s) for your business?
• How to make the best use of your time?

Contact: jradke@nismonline.org

Sara Krisher: Activate Your Inner Confidence – December 2021

Many of us have spent so long tending to our safety that we’ve unwittingly sacrificed our interest in fully living. We have become safe and comfortable. We wonder why our life is lack luster and yet we still have no desire to step out, show up, and take life by the horns.

What if we could fully activate our inner confidence and step boldly into 2022 with inspired action? We could conquer our fears and find that fighting spirit we once had. Join us for this interactive opportunity to be activated.

Learn how to:

• Identify what you truly want and how to get after it.
• Discover the most important steps to grow your confidence.
• Be inspired and come out of hiding in 2022.

Contact: SaraKrisher@www.standtall-llc.com    Website: www.standtall-llc.com

George Murray: 7 Successful Tips to Networking – November 2021

The time is now to get out from behind your desk, begin to visit your customers and meet with other likely prospects. Yes, you are free to start networking again! Could it be that you are a little rusty in your networking skills or have you never felt very comfortable with meeting new people. Whatever the case, this is the presentation you want to attend. While there is no great mystery to networking, developing a strategy will make you more effective.

Learn how to:

• Best define networking
• Why being an introvert or extrovert doesn’t matter
• To prepare your network pipeline and target industries or companies
• How to express you value proposition and worth
• About your “Ask” and how to help others
• A process for follow up and how to remain Top-of-Mind
• How to create your own “Personal Board of Advisors”

Contact: GeorgeCMurray@gmail.com

Rob Stenberg: How to Behave So Your Customers Do To! – October 2021

There are behaviors salespeople exhibit when trying to influence potential clients that actually hinder their ability to sell. We will cover just some of these behaviors and discuss why these behaviors are not helping close the sale. Much of these behaviors are taught and encourage by sales leadership! In addition, we will cover how to increase the conversation in the “discovery phase” of the sales conversation.

Contact: rob@robstenbergspeaks.com     Website: www.robstenbergspeaks.com

Todd Eberhart: Grand Slam Clients – September 2021

We all want great clients: people that love the work you do, pay you well and rave about you to others.  Often when it comes to good prospects, we only “know it when we see it” much like art. What if you could take a more scientific approach? What if you could instantly identify your best prospective clients?  What if you could know if they were going to be a Grand Slam, blooper single or complete strikeout? This is especially helpful for salespeople who would like to get more leads through referrals.

Learn how to:

• Improve your sales margins
• Get new salespeople up to speed quicker
• Make your business 10X more referable
• Become your clients most valuable relationship

Contact:  Todd@Dynastylc.com    Website:  www.Dynastylc.com

Ronn Lehmann: The Importance of Emotional PPE – June 2021

Stress, anxiety, disrupted sleep patterns, burnout…all of these were significant hazards pre-Covid. But the pandemic has significantly increased the risks…especially for sales professionals. As a result, many of us are experiencing a second epidemic. We’ve all become aware of the importance of Personal Protective Equipment (PPE) such as masks. But while physical PPE is important, Emotional PPE is every bit as important.

In this presentation, you’ll learn the nature of these hazards, and the physical, cognitive, emotional/psychological, and behavioral effects they can have. By knowing the warning signs, you can prevent serious health issues, as well as protecting your productivity. You’ll learn what does —and doesn’t — work to reduce the risks, and steps you can take to reduce stress and fatigue, and avoid burnout. In addition, you’ll understand that role that culture and leadership plays in hindering or supporting Emotional PPE. You’ll come away with a clearer understanding of the emotional and psychological challenges, and how you can successfully overcome them.

Contact:   Ronn@RonnLehmann.com     Website:  www.RonnLehmann.com

Dean Lincoln Hyers: Screen Presence to Up Your Game – May 2021

The world went virtual, separating us from clients and prospects and adding new barriers to selling relationship-building. It’s is not going away. It’s been legitimized world-wide, with advantages that will keep it viable even after in-person meetings return. You need to come across powerfully, so here’s your chance for a screen-acting crash course, bringing you an edge with simple techniques forged on the film set to instantly transform your effectiveness.

Learn how to:

• Connect to virtual audiences
• Generate screen presence in 2 steps
• Showcase team synergy
• Compel with simple messages •
• Adapt to audiences

Steve Watt: Become a Business Building Magnet on Social Media – April 2021

People do business with people they KNOW and TRUST. When sales professionals show up, speak up, and AUTHENTICALLY engage on social media, they build TRUST. And when and entire organization is empowered and enabled to authentically engage, they build TRUST AT SCALE. Your people form new relationships, strengthen existing relationships, and spark business-building conversations. THIS is what is going to increasingly power top performers well above and beyond their competitors.

Learn how to:

• Build your unique, targeted, client-centric social media presence
• Avoid the four most common mistakes sales professionals make on LinkedIn
• Develop the right mix of content to stand above the crowd
• Build TRUST and authentic engagement with the people you most need to reach
• Become a MAGNET for business-building opportunities

Danita Bye: 3 Bold Decisions to Empower Sales Growth – March 2021

The unstoppable pace of disruption seems to be approaching us from every direction: economically, technologically, digitally, and culturally.  Then, just when we thought we have caught our breath and have a grip, we have a health scare that continues to impact our world in unprecedented ways. In the midst of this uncertainty and unpredictability, how might we be radically relevant, compellingly competitive, and wildly successful?

You will learn how to:

• Leverage the secret phrase that top innovators use to spark fresh ideas.
• Stimulate mindsets that move you  from stalled out results, and high-speed performance.
• Align your beliefs and behaviors with the power of a positive future.

Bill Wooditch: The Seven Secrets of Sales Success – February 2021

In sales, the worst thing you can possibly hear is not ‘no’, but ‘maybe.’ Having closed millions of dollars in business, and working in organizations as an employee, but also employer, Bill Wooditch learned that the biggest thing that wins big deals is going from a ‘maybe’ to a ‘yes.’ Unfortunately, the answer does not lie in the pages of a sales book but is right in front of you – the customer.

In Bill’s presentation, the audience will learn how to Q.U.A.L.I.F.Y. an opportunity from a conversation. You will learn how to position yourself to win by implementing Bill’s proven, proprietary process (Q.U.A.L.I.F.Y.) of incremental steps toward “yes!” Bill will provide a roadmap for sales success that will shorten the distance between where you are now and where you are determined to go in the future.

Scott Welle: Daily Execution. Extraordinary Results. – January 2021

Goal setting MAXIMIZES everything you do. It’s like using a GPS – you identify an end destination and then map a route, with exact turn-by-turn directions, to create an estimated time of arrival on how to get there the fastest and easiest. If done well, goal setting empowers and creates performance breakthroughs. If done poorly, it demotivates and can potentially destroy a team’s culture.

Discover how to:

1. Implement a simple 3-step process all Outperformers use to own and smash their goals
2. Stay on track, consistently, even when you’re unmotivated and unfocused
3. Leverage the latest science of habit formation to build “peak performance routines”
4. Avoid the BIG goal setting mistakes most people make (and I’ve made too!) that sabotages their success

“Daily Execution. Extraordinary Results.” goes deep into the science of goal achievement, motivation and habit formation. It will change the way you look at goals.

Dr. Stephen Crawford: The Power of Persuasion – December 2020

It is estimated that the average adult makes about 35,000 conscious decisions each day, leaving most people with what we call decision fatigue. Further, knowing or assuming the importance of each decision, we fear making the wrong one. To mitigate the risk most people put up their defense system against people who try to persuade them, namely salespeople. These early defenses make most sales conversations oppositional. To conserve energy and preserve psychological safety most customers are looking to confirm decisions, not make new ones. When a salesperson discerns the heart of what people actually want, aligns their desires with opportunities, and is willing to make outside recommendations to best meet the customer’s needs, they move from salesperson to trusted advisor. True persuasion is a form of pre-suasion that helps people let go of their fear of commitment and embrace the offer.

Patrick Finnegan: Three Keys to Effective Sales Presentations – November 2020

Dale Carnegie wrote the books on public speaking and selling, with techniques that turned nervous beginners into confident professionals who communicate with assuredness. Now you and your colleagues can tap into those techniques. This session will benefit both professionals with years of sales presentation experience and those with no sales presentation experience. 

• Understand elements of storytelling in a selling environment to inspire, motivate and influence an audience
• Consider motivations of an audience and examine a variety of methods and tools to strengthen your sales message
• Increase credibility while presenting both live and in a virtual environment

Deb Brown: Follow Up and Follow Through – October 2020

Are you struggling to find ways to connect with people when suddenly all in-person meetings are cancelled? Have you had your fill of zoom calls and want to find a way to stand out and get people’s attention? Are you tired of getting sent to voicemail never to be called back? Join the author of Lifelong Loyal Clients, Deb Brown, as she shares 4 ways to connect with your prospects in this new reality. You will leave this session for new ideas for follow up that will grab your prospects attention and move them towards the sale.

Jeff Stott: Breakthrough Prospecting – Finding New Opportunities Now – September 2020

Are you and your fellow sales leaders and colleagues finding it difficult to prospect and connect with potential new buyers? Are the approaches that worked well in the past now falling flat? Are you searching for what to do now? FranklinCovey’s Regional Practice Leader, Jeff Stott will share 3 critical mindsets and 2 key skills for developing new opportunities in this ever-changing business environment. You will leave this session with a new perspective and approach that can begin the successful recovery of your new business pipeline.

Professor John Kratz: Customer Hero Selling© – June 2020

Effective selling really begins and ends with the customer conversation. What if your salespeople’s fundamental approach to communicating with prospects was wrong? That is, their conversations are not aligned with how the human brain actually makes decisions, leaving them at a significant disadvantage by communicating the wrong information, at the wrong time and in the wrong order. Customer Hero Selling© is a communications framework for building trust faster and creating deep and lasting connections with your customers based the power of story for influencing and inspiring others to action.

Dan Janal: Write Your Book in a Flash – To Grow Your Business – May 2020

Many small businesses have grown their businesses with the help of a book. A book helps make you stand out from competitors, and lets prospects know how you work and what you value. But many people who should write books are scared away by a number of misconceptions. In this session, you’ll discover the correct way to write a book and turn the book into a powerful marketing tool that can transform your business.

Contact: dan@prleads.com    Website: www.prleads.com

Peter Beaumont: How To Build More Business From Existing Customers – March 2020

Strategic customers grow revenue at about twice the rate of other customers. Existing customers are difficult to replace and the hard facts are that you should invest in strategic relationships because your business will grow faster. The Top 10 to 20 accounts of any B2B organization typically represent 60-80% of revenue and profit. Companies commonly retain customers the ‘easy way’: by discounting prices, by increasing rebates, by extending terms and by providing more for less. But, there is a better, more cost efficient way that will ensure you keep and build your top customers…Invest in building Strategic Relationships.

Contact: peter.beaumont@connxn.com    Website: www.connxn.net

Howie Milstein: If You’re in Sales, You’re a Leader – February 2020

As sales is the craft of influencing new thinking in people, it is incumbent upon the sales agent to foster a meaningful relationship with the customer so each can hear and be heard. Leaders don’t have to have official titles to denote leadership, rather anybody who takes people on a journey to buy new ideas is a leader, including the Sales Professional.

Contact : howie@lightenupatwork.com     Website: www.lightenupatwork.com

Thomas Winninger  – Your True DNA – January 2020

Are you a sales professional that is frustrated, stalled, lacking full potential, roadblocks, confused? What should you be doing? What is your call? What is your gift? What are you passionate about—in your work and your life? During the time we spend with Thom identify your full, unrealized potential for achieving a life of meaning. Discover significance, fulfillment, and satisfaction in everything you do.

Contact: thomas@winninger.com    Website: www.winninger.com

Paul Omodt – Say Less, Sell More – January 2020

Even seasoned sales professionals may not be fully tapping into the incredible power of non-verbals in shaping their sales process. The non-verbal elements of interpersonal communications form more than three-fourths of human recall and start the basis of how feelings turn into positive action. Want to sell more effectively? Get in touch with — and master — the second language we all speak.

Contact: paulomodt@gmail.com

Gail Propson: Plan Your Work & Work Your Plan – January 2020

You can’t eat an Elephant whole, but you can get it done with daily goals.  Gail will share how she met her 40% sales quota increase by breaking down her goal into daily activities.  She will share her Sales Activity Tracking Sheet and how to measure your high payoff activities to formulate a daily goal.

Contact: Gail@service800.com

Erik Therwanger: Dynamic Sales Combustion – December 2019

It is commonly said in selling organizations that the best place to find your next customer is in the contact list of a current, satisfied customer. Unfortunately, too many sales people don’t know how to get into that contact list in an effective manner. In this presentation you will learn the strategies to build anon-stop explosion of referrals.

Contact: erik@thinkgreat90.com    Website: www.thinkgreat90.com

Rick Macias: Discovery That Differentiates You from the Competition – November 2019

One of the biggest mistakes salespeople make is to get too quickly into the presentation part of the sales process. This causes them to either sell to a lesser need or miss the opportunity all together. Rather, the true professional will develop and ask a full set of thoughtful discovery questions that determine the real depth of customer’s needs.

Contact: rmacias@thesalesboard.com   Website: www.thesalesboard.com

Tony Biel: Setting the Hook on Trophy Clients – October 2019

Companies often fail to land new best-fit, “trophy” clients while wasting valuable resources on clients who will never be trophies. Yet with the emergence of various resources to help companies get their sales operations in check, companies need to define their target markets, unique value propositions, and pain points in order to sell more effectively.

Contact: tony@criterionbd.com   Website: www.criterionbd.com

Scott Plum: Setting Up Sales Calls for Success – September 2019

The barriers to success have many masks. Identifying them is the first step, followed by removing them. Barriers can be past experiences, our own belief system, not knowing the right techniques, or having a great conversation with the wrong person. If you are not getting the results you want, the behavior needs to change, and the barriers need to be removed.

Contact: scott.plum@mnsales.com   Website: www.mnsales.com

Alissa Daire Nelson: Owning Your Perfect Lopsidedness to Maximize Your Business – June 2019

During this interactive talk, you’ll learn how to give up being a jack-of-all-trades, the perpetual hamster wheel of fixing your weaknesses to become more “well-rounded” by relishing in your perfect lopsidedness. But this realization does nothing for you if you don’t have practical ways of bringing this to your daily life, and we wouldn’t dare leave you without real actionable strategies.

Contact: alissa@daire2succeed.com   Website: www.daire2succeed.com

Kathleen Crandall: The Impact of You – May 2019

Every person has a brand and it makes an impact in how we show up through our image, our communications, and the experience we deliver. This is especially important for sales professionals who are building their reputation and personal impact within an organization and with prospects and clients to build business and serve as an extension of the company brand – in person and on LinkedIn.

Contact: kathleen@knowmyimpact.com   Website: www.knowmyimpact.com

Scott Welle: The 6 Pillars of Sales Persuasion – April 2019

Sales Outperformers know that people don’t hear what you say – they hear how you say it and how you make them feel. Their communication is simple, clear, passionate, value-rich and service-driven. No slimy sales tactics. This is not theory – it is the science of sales influence and persuasion. It is going deep into our biological, ingrained buying behaviors and giving you the specific insights into HOW to make more sales.

Contact: scott@scottwelle.com   Website: www.scottwelle.com

Brent Widman: Habits of Top Producers – March 2019

So you want to be the top salesperson in your organization. Or perhaps you have a high revenue goal for your organization that you want to achieve. Well you can be certain that you won’t accomplish those objectives, or anything else of value, unless you develop the habits of top producers.

Contact: bwidman@southwesternconsulting.com   Website: www.southwesternconsulting.com

Jason Jones: Be Someone People Love to Buy From – February 2019

Those who enjoy the most success with the least effort know how to support the emotions of the prospect. Every buy is an emotional one. Developing your ability to support the emotions of the prospect directly increases not only the likelihood of a sale but lays the foundation of a relationship.

Contact: jason@thecoachinghour.com   Website: www.thecoachinghour.com

David Hoffeld: The Science of Selling – January 2019

In this thought-provoking, content rich session, David Hoffeld will share actionable science-backed insights that will immediately increase your sales effectiveness. If you want objective, research-backed sales strategies that work in the real world, this is a training you won’t want to miss.

Contact: david.hoffeld@hoffeldgroup.com   Website: www.hoffeldgroup.com

Kit Welchlin: Listening – The Business of Communicating – January 2019

Asking questions is a great way to engage others in three key communication areas.  Inclusion:  people feel involved.  Affection:  people feel you care.  Control:  people feel they have some impact or influence. I like doing business with people that listen, and so will your prospects and clients.

Contact: kit@welchlin.com   Website: www.welchlin.com

Jennie Antolak: The Paradox of Success and Failure – January 2019

The paradox of success is failure.  While it seems contradictory to lean into failure if we are trying to experience success, the reality is that we will never truly experience success without failure.  It is the failures that provide us understanding, perspective, ideas, solutions and more that we didn’t even think of until we botched things up.  The new insights multiply our chances of success.

Contact: jennie@learningjourneys.net   Website: www.learningjourneys.net 

2018

December 7^th – Dan Prosser – The Billionaire’s Secret

November 2^nd – Lee Salz – Win More Deals at the Prices You Want

October 5^th – John Baker – The Asking Formula

September 7^th – Maria Lynn Johnson – Speak Like a Pro and Watch Your Sales Grow

June 1^st – Terry Slattery – Differentiate or Watch Your Margins Die

May 4^th – Tony Ennis – Understanding Your Customer’s Business

April 6^th Jan Lehman – Take Control of Your Inbox. Don’t Let it Control You!

March 2^nd – Rick Macias  – MAPPING YOUR SALES STRATEGY

January 5^th – PSA Sales Conference

• Kari Switala
• Scott Plum
• Sam Richter – Every YES Begins with a KNOW

2017

December 1^st – Brian Carroll – How to Grow Sales with Empathy

November 3^rd – Catherine Byers Breet – How to turn Handshakes into Sales and New Clients

October 6^th – Tony W. Strong – Swimming in Shark Infested Waters

September 15^th – PSA Fall Sales Seminar

• JoAnne Funch
• Jake Atwood
• Wendy Blomseth
• Jill Konrath – More Sales, Less Time

June 2^nd – Laurie Currell  – Presenting with Impact

May 5^th – Scott Schwefel – Making Powerful Connections with Your Prospects and Customers

April 7^th – Dave Cornell  – Courage to Succeed

March 3^rd – Dina Simon – Relationship Building = Impact

February 3^rd – Scott Welle – The Daily Rituals of the Most Productive, Persuasive Sales Outperformers In the World

January 13^th – Marc LeBlanc – Make 2017 Your Best Year Ever: Strategies to Raise the Bar

2016

December 2^nd – Bill Hellkamp – Finding Your Spark of Courage

November 4^th – Sara Krisher  – Embrace Rejection and Bounce Back with Confidence!

October 7^th – Anne Pryor – How Artificial Intelligence and LinkedIn Can Drive Business Success

September 2^nd – Ronn Lehmann – The Sales Secrets of Game Changers

August 5^th – Deb Brown – Skyrocket Your Referrals

June 3^rd – Soma Jurgensen – How to Turn Conversations into Clients with Fearless Follow-Up

May 6^th – Peter M. Beaumont – How Do We Make Sure We Don’t Lose 
Our Stellar Customers?

April 1^st – Wendy Blomseth – Learn How to be a Strategic Networker

March 4^th – Ursula Mentjes – The 7 Sales Blocks that Keep You Stuck in Scarcity

February 5^th – Scott Welle  – Outperform The Norm

January 8^th – PSA New Year Kickoff

• Deirdre Van Nest – Sharpen Your Presentation Skills And Close More Sales
• Gary Braun – Positioning and Differentiation
• John Greenen – Change Your Thinking, Change Your Life, Forever!

2015

December 4^th – Kristen Brown – Brand Yourself For Sales Success

November 6^th –  Sheila Krejci – STOP that Presentation Before it Kills Somebody!

October 2^nd – Ronn Lehmann – Writing That Works!

September 4^th – Leary Gates – Turning Opportunism into Opportunity: The Power of Strategic Margin

August 7^th – Scott Welle – Outperform The Norm

June 5^th – Scott Plum – Creating Urgency

May 1^st – Erik Therwanger – Leading Your Way to New Levels of Sales Success

April 3^rd – JoAnne Funch – Social Selling – Why Going In Cold Is No Longer An Option

March 5^th – Joan Moser – Shift into High Gear for Your Next Sales Presentation

2014

December 5th – Joe Schmit – Silent Impact

November 7^th – Stevie Ray –  The Art of Persuasion

October 3^rd – Jake Atwood  – 20 Shocking Sales Stats That Will Change How You Sell

September 5^th – Kit Welchlin – Increase Emotional Intelligence and Increase Sales

July 24th –  Summer Sales Symposium

• David Goldman – Humor and The Bottom Line
• Jeff Ferrazzo  – Spend Less Money and Get More Results from your Marketing and Sales Efforts
• Jill Konrath  – AGILE SELLING
• John Crudele  – Courage to Connect in Critical Times
• John Geenen – Jack up Your Thinking

August 1st – Therese Samudio – Don’t KILL the Sale Before You Show Up!

June 6th – Jeffrey Ferrazzo

May 2nd – Diane Windingland

April 4th – Steve Kloyda

March 7th – Caryn Donly

Feb. 7th – Ross Bernstein –  The Champion’s Code; Life Lessons of Ethics & Accountability

January 3rd – Mark LeBlanc – (Special 3 hour workshop)